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how to develop your personal power and influence to accomplish work in the organization. Start from where you are.

It's a talk, so I told stories. Don't be surprised if you can't follow the transitions. Sorry... Look for more in the Agile Program Management, coming soon on

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  1. 1. Influence and Authority:Using Your Personal Power to Get Things Done Johanna Rothman New: Manage Your Project Portfolio: Increase Your Capacity and Finish More Projects @johannarothman 781-641-4046
  2. 2. Here’s a Story About Influence and Power 2 © 2012 Johanna Rothman
  3. 3. Would You Like to Be More Influential? 3 © 2012 Johanna Rothman
  4. 4. 4 © 2012 Johanna Rothman
  5. 5. Would You Like More Power? 5 © 2012 Johanna Rothman
  6. 6. 6 © 2012 Johanna Rothman
  7. 7. How Do You Obtain Influence or Power?Earn it, through proven competence Repeated small and large winsOther people vouch for youYou claim competence 7 © 2012 Johanna Rothman
  8. 8. Verbal PersuasionBuild rapport Let’s build rapport together, right now. Build rapport with the person next to you. Take one minute, and then you tell me what you did What did you do? 8 © 2012 Johanna Rothman
  9. 9. Congruent Influence (Laborde)1. What is the specific outcome that you want?2. Be positive.3. Stay in the moment; Listen and watch for the sensory data.4. Can you make your desires match those of the other person?5. Look for short-and long-term objectives. 9 © 2012 Johanna Rothman
  10. 10. Does Verbal Persuasion Always Work? 10 © 2012 Johanna Rothman
  11. 11. Resistant Problems Need MoreWhat are resistant problems? Personal problems Technical problems: Multitasking Technical debt Call out some others 11 © 2012 Johanna Rothman
  12. 12. Deep-Seated BeliefsWe need to change personal experienceVicarious experience works Stories that make an emotional connection Simulations (games) work 12 © 2012 Johanna Rothman
  13. 13. When Do People Change Behavior?It’s worth the changeThey know how to change behaviorToo often, we know it’s worth it, but we don’t know how 13 © 2012 Johanna Rothman
  14. 14. 14 © 2012 Johanna Rothman
  15. 15. 15 © 2012 Johanna Rothman
  16. 16. StoriesHelp someone know it’s worth the changeOffer some starts to howAnother Story 16 © 2012 Johanna Rothman
  17. 17. Patterson’s Influence Model Motivation Ability Make the UndesirablePersonal Surpass Your Limits Desirable Find Strength in Social Harness Peer Pressure Numbers Design Rewards and Change theStructural Demand Accountability Environment 17 © 2011 Johanna Rothman
  18. 18. Personal MotivationAll motivation is intrinsic“Try it, you’ll like it”Make the undesirable desirable with small goals and feedback Simulations and games Logic does not workWhen we set our own goals and are able to meet them,we feel fulfilled 18 © 2012 Johanna Rothman
  19. 19. What You Can DoMotivational interviewing Link your desires to something that would be an intrinsic motivator for the other person What would be something intrinsically “right” for the other person? 19 © 2012 Johanna Rothman
  20. 20. AbilityPractice is key to any changeDoes the person know how to make the requestedchange? 20 © 2012 Johanna Rothman
  21. 21. Deliberate PracticeCoding and testing dojosI am not aware of management dojos 21 © 2012 Johanna Rothman
  22. 22. Harness Peer PressureThe power of the right one Enlist opinion leaders Become an opinion leaderOpinion leaders are knowledgeable and trustworthy They are accessible and speak their minds 22 © 2012 Johanna Rothman
  23. 23. The Power of EveryoneMakes the undiscussable discussable 23 © 2012 Johanna Rothman
  24. 24. Strength in NumbersSocial capital: enabling power of an essential network ofrelationships Instead of “my” or “your” problem, it’s “our” problem Requires collaboration 24 © 2012 Johanna Rothman
  25. 25. Rewards and AccountabilityConnect the behaviorsSocial supportMoney breaks the social contractMoney is a last resort 25 © 2012 Johanna Rothman
  26. 26. Change the EnvironmentInsanity: doing the same thing over and over again andexpecting different results -- EinsteinIf you leave the environment the same way, how can youchange? Change the environment so you don’t have a choice 26 © 2012 Johanna Rothman
  27. 27. One Way to Change a Project Environment 27 © 2012 Johanna Rothman
  28. 28. One More Story 28 © 2012 Johanna Rothman
  29. 29. For Your Reading PleasureLaborde, Genie Z. Influence withIntegrity. Crown House Publishing.Wales, 1998.Pfeffer, Jeffrey. Power: Why SomePeople Have it and Others Don’t.HarperBusiness. 2010.Patterson, Kerry and many others.Influencer:The Power to ChangeAnything. McGraw Hill. 2007 29 © 2012 Johanna Rothman
  30. 30. Let’s Stay in TouchTons more on jrothman.comIf you’d like me to stay in touch with you, give me yourcard, sign up for my email newsletter with the yellowform, or email me to sign you up.Please invite me to connect with you on LinkedIn 30 © 2012 Johanna Rothman